How can you achieve exponential growth without salespeople or sales teams? Let your product do the selling.
In this guest post for Inc., Avondale co-founders Karl Stark and Bill Stewart write that “most high-growth companies don’t achieve their successes by hiring the best salespeople” or sales team. Instead, companies that deliver “a better product at a fair price” or “a standard quality product at a much better price” have the advantaged customer offer that “is the key to growth.”
Stark and Stewart spoke to other executives who verified that their best customers were never pitched a product directly, but “nevertheless became the business’s most valuable customers.” Instead of focusing on salespeople or a sales team, Stark and Stewart coach companies on building their business with an offer that entices customers without a big investment on sales or marketing. That thinking translates to a “business model that will stand on its own, without relying on advantaged selling.”